Performance Implications of a Retail Purchasing Network: The Role of Social Capital

Seevers, Matthew T.; Skinner, Steven J.; Dahlstrøm, Robert

doi:10.1016/j.jretai.2010.07.002

Cited by 27 publications

(33 citation statements)

References 62 publications

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“…There are, however, certain notable exceptions. Some authors refer to social capital resources as the benefits gained from social capital (relationship networks), mainly knowledge sharing and knowledge acquisition (Belliveau, O'Reilly, and Wade, ; Seevers, Skinner, and Dahlstrom, ; Wickramasinghe and Weliwitigoda, ; Yli‐Renko, Autio, and Sapienza, ).…”

Section: Theoretical Backgroundmentioning

confidence: 99%

Entrepreneurs' Social Capital and the Economic Performance of Small Businesses: The Moderating Role of Competitive Intensity and Entrepreneurs' Experience

Carrión

Izquierdo

Cillán

2016

Strat. Entrepreneurship J.

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Research summary: This article analyzes the personal, professional, associative, and institutional relationship networks in which the entrepreneur is involved and the resources embedded therein, and it proposes that an entrepreneur's social capital resources are determinants of his/her business' economic performance. The effect of social capital resources is moderated by competitive intensity in the industry and the entrepreneur's experience. A questionnaire survey and a sample of 951 small-and medium-sized firms were used to test the proposed hypotheses. Results show that economic performance is influenced more by professional and institutional network resources than by the other network resources. However, competitive intensity reduces the effect of institutional resources and increases the relevance of personal resources, whereas the entrepreneur's experience in the sector reinforces the impact of professional and institutional resources.Managerial summary: Insofar as small business entrepreneurs lack sufficient resources of their own to ensure the growth of their businesses, entrepreneurs' relationship networks can provide them with access to strategic resources. Hence, small business entrepreneurs must place all their own networks at the service of their firms. However, networks are not all equally advantageous, and each network does not prove equally advantageous in all situations. Our results show that professional and institutional networks generally contribute more to improving performance than do associative and personal networks. Moreover, as an entrepreneur's experience in the sector increases, so does the ability to exploit the advantages afforded by professional and institutional networks. In contrast, as industrial competitive intensity increases, so does the relevance of personal networks at the expense of institutional networks.

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Section: Theoretical Backgroundmentioning

confidence: 99%

Entrepreneurs' Social Capital and the Economic Performance of Small Businesses: The Moderating Role of Competitive Intensity and Entrepreneurs' Experience

Carrión

Izquierdo

Cillán

2016

Strat. Entrepreneurship J.

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show abstract

“…Additionally, interpersonal influence is an important factor for individuals in organizations because it has been tied to various forms of individual and group performance outcomes (Sparrowe et al, 2001;Westphal & Stern 2006), particularly in retail purchasing settings (Crosby et al, 1990;Macintosh & Lockshin 1997;Seevers et al, 2010). Interpersonal influence leads to improved performance in retail network contexts largely because relationships with prominent individuals provide access to social power (French, 1956).…”

Section: The Importance Of Interpersonal Influence In Network Settingsmentioning

confidence: 99%

“…In addition, retail buyers also interact with other buyers, such as those who hold similar positions at other firms, to obtain information. These interactions with suppliers and other buyers provide access to important knowledge, which helps to enhance a buyer's interpersonal influence (Dawes, Lee, & Dowling, 1998;Gilly et al, 1998;Seevers, Skinner, & Dahlstrom, 2010).…”

Section: Introductionmentioning

confidence: 99%

“…Further, interpersonal influence has been documented to impact performance in retail purchasing settings specifically (Crosby, Evans, & Cowles, 1990;Macintosh & Lockshin, 1997;Seevers et al, 2010). purchasing network.…”

Section: Introductionmentioning

confidence: 99%

“…For buyers, this decision oftentimes involves deciding how much time to allocate toward building relationships with sales representatives and how much time to dedicate to cultivating relationships with fellow buyers in the network (i.e., relational investments according to tie type). Interestingly, while researchers have highlighted the impact of interpersonal relationships on buyers (Crosby et al, 1990;Seevers et al, 2010), they have not specifically addressed the differential impact of investing in relationships with other buyers compared to investing in relationships with sellers, with the goal of enhancing interpersonal influence.…”

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

Developing Interpersonal Influence in Retail Purchasing Networks: An Exploratory Analysis of Tie Quantity, Tie Strength, and Tie Type

Johnson¹,

Seevers²

2015

IJMS

Self Cite

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This study examines the impact of relationship characteristics existing between buyers and other members of a retail purchasing network. The number of ties and the strength of the ties buyers maintain with others in the network are examined to identify how they impact buyers' interpersonal influence over others. Buyers' tie quantity and tie strength are examined for different constituencies within the purchasing network to assess the differential impact of these relational factors on buyers' interpersonal influence. The study finds that buyers' tie quantity is a significant predictor of influence in both buyer and seller sub-networks, whereas buyers' tie strength is only a significant factor in the seller sub-network. Further, independently examining the sub-networks that form organically around buyer and seller roles in the overall purchasing network leads to differential outcomes when compared to evaluating the entire network in which buyer and seller sub-networks are not differentiated. Collectively, the findings from this study reveal important conceptual, methodological, and substantive implications for marketing researchers and practitioners interested in purchasing network contexts.

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Sales Professionals’ Use of Social Media to Create and Deploy Social Capital in US and Indian Companies

Kashyap

Mani

Kothandaraman

et al. 2018

Social Media Marketing

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Performance Implications of a Retail Purchasing Network: The Role of Social Capital

Cited by 27 publications

References 62 publications

Entrepreneurs' Social Capital and the Economic Performance of Small Businesses: The Moderating Role of Competitive Intensity and Entrepreneurs' Experience

Entrepreneurs' Social Capital and the Economic Performance of Small Businesses: The Moderating Role of Competitive Intensity and Entrepreneurs' Experience

Developing Interpersonal Influence in Retail Purchasing Networks: An Exploratory Analysis of Tie Quantity, Tie Strength, and Tie Type

Sales Professionals’ Use of Social Media to Create and Deploy Social Capital in US and Indian Companies

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